This article contains an analysis of the Nutresa Group (a Colombian Multilatin). The objective is to identify which variables affect the positioning of the company in the international market. This is why, it is important to analyze the following concepts: multilatin, internationalization models, negotiation styles and strategies to reach the international market. The results of the analysis displays that the company uses different types of penetration strategies at the international market, depending on the profile of the client. It also identified that the company tries to reach the market using a cooperative negotiation style, establishing minimum points of negotiation as a base for both companies. With this, the company seeks to obtain a long-term contract negotiation with the negotiator. Finally, the company always seeks to position itself inside the market where it arrives.
